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Improve Performance, Provoke Thought, Think Critically.

You are constantly striving to improve.  You are looking for practical tips you can apply to your daily work that will impact your performance.  You are looking for advice from professionals who do the work. You want to engage with professionals who have been in your shoes.

Be the Founder that can clearly articulate the problem your company solves.

Be the Sales Professional that your customers want to work with.

Be the Learning Professional who can deliver your solution in the context of the business.

The Find My Catalyst Podcast is published weekly.  We take listener questions at @catalystsale on twitter or via email.

Topics discussed - Revenue Operations, Customer Success, Goal Setting & Execution, Mindset, Performance, B2B Sales, Sales Training, Product Market Fit, Growth, Hiring, Recruitment, Sales Process, Business Acumen, Startups, Leadership.

Oct 2, 2018

Guest - Donald Kelly, Host of The Sales Evangelist Podcast

Donald Kelly joins us on the podcast, I think he is the first Miami Dolphins fan we have had on the show.  We recorded this episode in August, and date it a bit with talk of 3 quarterbacks & 4-2 Jets records, given that the Jets are currently 1-3.

Donald started off as a B2C Sales rep, and made the transition into B2B before starting the TSE Podcast, the Sales Podcast Network, and his coaching & training practice.  I hope you enjoy the discussion as much as I did.  Thanks for your patience with the Jets vs Dolphins banter. 

Questions Addressed

  • Who is Donald Kelly?
  • What are some things that happened last year that have led to this year's success?
  • What was the struggle between "I need to bring in others", instead of "doing it myself"?
  • What patterns has Donald Kelly identified while recording 950 episodes?
  • What is Donald's approach to helping people solve problems?
  • Everybody can sell, what does this mean?
  • Dolphins/Jets talk

 Key Takeaways

  • When Donald first made the transition from B2C to B2B, it was like being smacked in the face
  • This experience reinforced the importance of training.  Donald was fortunate to work with an organization who valued training.
  • Donald started sharing his experience on his podcast in 2013.
  • TSE the startup launched in 2015
  • 2018 has been Donald's best year yet - why?
    • Focus
    • Thinking Big - not limiting himself or his team by thinking small.
    • Overcoming Imposter Syndrome was important.
    • Use what you know, and leverage this to build a community.
    • Donald added a BDR in 2018 and a virtual assistant
  • I can do it, does not mean I should
  • When thinking about the transition from B2C to B2B, realize that the sales principles are the same.  However, the value you bring changes
  • Get past your beliefs, outside of your echo chamber.
  • There is an advantage to having other eyes on a task
  • Anyone can sell. If they have the desire
    • Process is critical
    • Coaching and guiding people
    • Planning and structure - prioritize and execute
  • If your body is the business, sales is the lifeblood
  • For every problem, there is a solution
  • Identify the problem, then go 5 WHY's deep
    • The first problem is likely not the real issue
    • Don't just prescribe a solution
    • Discover
    • Identify what we have done in the past to fix it
    • Put a plan in place
    • Experiment
  • Know that your client wants to win
  • Everyone can Sell 
    • There is a process, follow the process
    • Identify your process
    • Know your buyers
  • Donald knows his team better than I do.
    • Dolphins are 3-1
    • Jets are 1-3

Show Links

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Catalyst Sale

In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do. 

Sales is a Thinking Process.